Definition of a marketing and sales concept

We identified new market segments and defined a marketing and sales concept for an automotive supplier of communication components and systems.

Initial situation and objectives

  • Medium-sized automotive supplier in the market for communication components and systems
  • Strong dependence on a few large vehicle OEMs
  • Target: Business development in new market segments with existing technology and product know-how


  • Identification of core competencies along the existing value chain as well as core products with differentiation potential
  • Identification and analysis of relevant markets and potential key customers related to the core business (technologies/skills, markets/regions, value-added elements)
  • Evaluation and prioritization of relevant market segments and potential key customers
  • Development of the cornerstones of the market cultivation strategy
  • Derivation of the respective marketing and sales strategy


  • Identification of market segments and respective key customers
  • Definition of marketing and sales concept
  • Contacts to key customers have been established and initial project/product approaches have been developed